For many, including service professionals, thoughts about sales conjure up an image of the typical bad salesperson. That combined with self-limiting thoughts such as "I hate sales" can severely hinder your sales efforts.  As much as you like doing your services work, you need to like doing sales. Listen as John Doerr explains how to get over your reluctance to selling, as well as best practices that generate new business.

Direct download: Sales_Not_Dirty_Word_Doerr.mp3
Category:podcasts -- posted at: 7:00am EDT

Do you ever think, "All prospects are skeptical," "I'm afraid I'll be rejected" or simply "This day is going to suck." If you do, you have what Randy Gage calls a mind virus—a bad one that can destroy your sales efforts. The good news is you can eliminate such bad viruses and create good ones. Listen as Gage, a prosperity expert, explains how, as well as discusses how to remain positive when prospects reject you and how to grow your firm into a prosperous business.

Direct download: Gage_Mind_Viruses_Sales.mp3
Category:podcasts -- posted at: 7:00am EDT

Contrary to popular belief, there is no one way to sell. In fact, the best way to sell professional services is your way.  Use your individual strengths and talents to succeed, says Tony Rutigliano, co-author of Strengths Based Selling. Listen as Rutigliano explains how people with different talents, including those not considered strong sales traits, are succeeding in sales.

Direct download: Strengths_Based_Selling_Rutigliano.mp3
Category:podcasts -- posted at: 7:00am EDT

Often salespeople think they have to convince prospect to buy their services, and they won't let up until they finally say yes and they get their money. That is not how you develop longtime clients that sustain your business over the years. You want to influence them: ask questions, make recommendations, and take them on an emotional journey where they see how their lives will be better if they work with you, says RAIN Group co-president John Doerr.

Direct download: Influence_Buyers_Doerr.mp3
Category:podcasts -- posted at: 7:00am EDT





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